Engage Selling
NOVEMBER 20, 2020
Salespeople, business leaders, and shareholders thrive on having reliable and realistic sales targets. Without them, you can’t possibly gauge performance. Setting those sales targets, more importantly, hinges on being able to consistently anticipate the future.
SBI Growth
OCTOBER 22, 2020
At this point in 2020, all your competitors have undergone some variation of a “digital transformation” to supplement an end-to-end data-driven, Customer Experience (CX) focused digital sales strategy. A recent study conducted by KPMG found that over 90% of companies.
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Miller Heiman Group
SEPTEMBER 3, 2020
Now is the time when organizations need problem-solvers who can help them overcome unforeseen challenges, putting sellers in a position to engage with customers on a deeper level than ever before. Our research shows that more than 70% of buyers wait until after they have already defined their needs to engage sellers. They see sellers as product representatives rather than problem-solvers, and often see little to differentiate one seller from another.
Nutshell
JANUARY 30, 2020
Although typically perceived as software for salespeople, CRMs are the secret sauce behind most successful marketing initiatives. A CRM is an integral piece of software for marketers and salespeople. Powerful and versatile, CRMs are used to manage every aspect of the sales pipeline , from signing up newsletter subscribers to nurturing longtime customers, and literally everything in between.
Advertiser: ZoomInfo
Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr
MTD Sales Training
JANUARY 28, 2020
You will no doubt have been in the position where you’ve been discussing purchase opportunities with your prospect and the subject of your competitors comes up. Whether it’s the price you are charging or their needs to get different quotes, or many other reasons, it can be quite deflating when the competition is brought up in the sales meeting. Should you try to by-pass the issue?
The Center for Sales Strategy
FEBRUARY 10, 2020
Of all the decisions and executive makes, none is as important as the decisions about people, because they determine the performance capacity of the organization." - Peter Drucker. The new year is 1/12 complete, and January is old news. How is your organization doing so far? Are you on track to exceed your growth goals for 2020? Are you lagging behind?
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
RAIN Group
MAY 27, 2020
There are many mistakes to avoid when it comes to virtual selling. Although we all make—and learn from—our mistakes, they're often magnified in a virtual environment, which makes awareness and preparation paramount to success.
Groove HQ
FEBRUARY 12, 2020
KPI reports used to take me 2 hours a week to prepare. Now I do it in 5 minutes. These Google Data Studio examples will show you how. Not long ago, we had a manual, spreadsheet-based KPI reporting process. Every week, I would manually review numerous tabs across a couple of Google Sheets files, compile […]. The post Google Data Studio Examples: These 5 Reports Save Me a Full Day of Work Every Month appeared first on Groove Blog.
PandaDoc
JULY 14, 2020
When most people think of pop-ups, they think of unrelated advertisements that appear while they’re in the middle of reading something. But that’s not all they can be! Used effectively, they can be a great way to generate more sales and draw your customers in. But how can you use them effectively? Here are a few initial tips. Place them in context. Pop-ups should always relate to the page on which they appear.
Showpad
AUGUST 4, 2020
How do you scale sales enablement? And what’s your role as an executive? Welcome to the fourth post of this blog series for executives, where I will take you on a scalability journey. We already covered a lot of ground in this series, and I only mention it here because these previous blog posts are an important foundation for our scalability discussion today.
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How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.
Engage Selling
MAY 15, 2020
Has your team started honing their remote selling abilities? That is, are you and your sales team prepared for the inevitable “virtualization” of sales that was already well underway prior to the pandemic?
SBI Growth
MAY 21, 2020
Whether you are about to go on a first date or preparing for a discovery call with a prospect – first impressions matter. Regardless if it is from their initial website visit to their first discovery call, the prospects’ experience.
Corporate Visions
OCTOBER 22, 2020
Your audience is looking at your content to inform their buying decisions. But how will they remember your message if it looks the same as most other content they see? The post Marketing Visuals: Can Your Audience See the Difference? appeared first on Corporate Visions.
Nutshell
AUGUST 21, 2020
Have you ever stumbled on a SaaS website and you literally have no clue why you’re there and what they do? You look everywhere on the website—I’m talking header, tag line, features—and you just don’t get it. With over a hundred and one different things that could kill your cloud software business, poor marketing is the slow poison that can put it to sleep for good.
Speaker: Susan Spencer, Principal of Spencer Communications
Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.
MTD Sales Training
MAY 3, 2020
Order Taker? Trusted Advisor? Or Cheese Monster? How do your customers view you? From the customer’s point of view there are 4 types of relationships that they have with their suppliers. And if you can progress through each of the stages I’m about to describe below you can really make a huge difference to their business and your own profits.
The Center for Sales Strategy
OCTOBER 20, 2020
Salespeople in different industries encounter different questions and objections, right? Wrong. Your products and services may affect the minor details of objections, but Google the phrase ‘most common sales objections’ and you’ll find most sellers face the same objections from their leads. Whether it’s price objections, the prospect isn’t interested, or “now isn’t a good time,” sellers often encounter the same types of questions and objections during the sales process.
Hubspot Sales
NOVEMBER 9, 2020
One of Hollywood’s most famous depictions of the sales world is found in Glengarry Glen Ross. Alec Baldwin’s character, Blake, is the epitome of the high-powered, low-empathy, money-driven salesperson, and gets what he wants through fear, intimidation, and profanity-laced speeches. After threatening and terrorizing a group of salesmen (no women allowed in this boiler room), Blake gets to his point – salespeople should "ABC": Always Be Closing.
RAIN Group
OCTOBER 21, 2020
To succeed in sales, you need a steady stream of new opportunities entering the pipeline, whether it's with new clients or existing accounts. That's not as easy as it used to be, given that people are now working, buying, and selling virtually, and many organic opportunities to create sales opportunities have disappeared.
What if there was a better method of changing the conversation with your customer from delivering pricing to delivering value solutions? A method that would help keep you in control, manage the uncertainty, and close larger deals more quickly for you and your company? There is.
Groove HQ
APRIL 8, 2020
As a 100% remote company, we rely on Zoom to communicate with our global team. Today, we’re sharing our favorite Zoom tips and tricks to help newly-remote teams get up to speed on video conferencing. We build customer support software here at Groove. We provide an inbox for customer service email collaboration, a knowledge base […]. The post 16 Advanced Zoom Tips for Better Video Meetings appeared first on Groove Blog.
PandaDoc
OCTOBER 14, 2020
The Request For Proposal (RFP) process is broken, flawed, and disorganized. It is a complicated business routine that is vital to companies progressing, expanding, and forging partnerships where both sides win. When you’re down in the weeds, entangled in the messy process, it can be hard to figure out how to make improvements. Luckily, technology is our saving grace.
Showpad
JULY 21, 2020
Welcome to the third post of this blog series for executives. In this edition, I’ll be discussing why you as an executive in a sales, marketing or CX leadership role play a mission-critical part when it comes to making sales enablement successful in your organization. . One aspect of making enablement successful is how it is designed and set up.
Engage Selling
AUGUST 21, 2020
The world has changed and sales has changed. Throughout the past several months, since the dawn of the pandemic, I’ve shared countless resources, ideas, and tips on succeeding in this new landscape.
Speaker: Olivia Montgomery, Associate Principal Supply Chain Analyst
Curious to know how your peers are navigating ongoing disruption? The supply chain management techniques that dominated the last 30 years are no longer supporting consumer behavior or logistics and manufacturing capabilities. So what’s working now? What should your plans for 2023 include? By researching the supply chain challenges and solutions that businesses – especially small and midsize businesses – are currently experiencing, we’ve learned what’s working and what’s not.
SBI Growth
SEPTEMBER 30, 2020
No more bets, please. Have you ever been at a roulette table next to the person who bets on nearly every number? They practically cover the board betting the majority of the 38 numbers, 0 & 00 included, not realizing.
Corporate Visions
AUGUST 13, 2020
The post Why is Most B2B Marketing So Forgettable? by Leslie Talbot appeared first on Corporate Visions. Every marketer wants to make an impact. Today, with 80 percent of the sales cycle happening in digital or remote settings, you’ve never had a greater opportunity to directly influence buying decisions. And the number one factor driving those buying decisions?
Nutshell
MAY 26, 2020
When you think of new marketing and sales strategies to boost your business in 2020, direct mail probably doesn’t come to mind. It should, though. In this article we’ll discuss what direct mail is, why it’s beneficial to both marketing and sales professionals, and how to create a successful direct mail campaign for your company in five simple steps.
Nimble Business Success
NOVEMBER 17, 2020
Do you dream about turning your tiny SaaS business into a mega-brand? I hate to burst your bubble, but you need funds to do that – funds that come from sales. But, increasing sales is not an easy task, especially for SaaS brands. Why so? SaaS sales reps face two main hurdles, according to a […]. The post 4 Hacks for SaaS Businesses: How to Boost Your Sales appeared first on Nimble Blog.
Speaker: Michelle Vazzana
Every sales organization wants their sales force to be agile. Why? Because the world is rapidly changing, becoming more complex, and making the salesperson’s job harder. Organizational leaders are unsure of the best way to equip sellers to succeed in this new reality. Should they change their sales methodology? Should they adopt better technology tools?
The Center for Sales Strategy
SEPTEMBER 29, 2020
In a very short time, the sales process and a large portion of our life went entirely online. It’s not that every time we contacted a client or prospect it was always in person, but the reliance on shared screen meetings is now the standard and is unlikely to change any time soon. New activities create new buzz words, and the most recent is “Zoom Fatigue.”.
Hubspot Sales
MAY 15, 2020
If the first few months of 2020 have taught us anything, it’s that uncertain times can call for quick pivots to sales and marketing plans. Businesses have had to evolve quickly with trade shows, events, and in-person sales meetings being canceled for the foreseeable future, likely throwing a wrench in many 2020 sales and marketing strategies. But even as we are navigating our new normal, there is one place that is experiencing an incredible boom in traffic: eCommerce websites.
RAIN Group
SEPTEMBER 2, 2020
Sales negotiation is a critical part of the sales process. It moves the deal to a close, and it's where both parties come to agree on the terms of the initiative, including the price. However, many sellers and organizations struggle with negotiating successfully. Seventy-seven percent of sellers report that negotiating with buyers virtually is challenging, and only 27% of buyers say that sellers are very effective at negotiating with them (from our Virtual Selling Skills & Challenges report)
Groove HQ
JULY 20, 2020
Learn how to use your customer support software as a catalyst for growth. The post 10 Growth Opportunities Hiding in Your Customer Support Software appeared first on Groove Blog.
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Your buyers’ lives, preferences, and expectations have changed. Over two-thirds of buyers prefer remote or digital interactions — and they expect those interactions to be substantive and valuable. They hold sellers to a high standard, and that means the buying experiences of the past — in-person meetings, transactional conversations, and linear sales funnels — no longer deliver.
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